Wharton Stories

A Powerful Model for Targeting the Right Kinds of Customers

Who are the most strategic customers — in terms of companies and people — for a startup to target? And once you have decided who your best sales targets are, how do you connect with and sell to them as people?

Why it is important to be able to sell to people based on their social style instead of yours… and a structured approach for doing so.

A powerful model for targeting the right kinds of customers — both companies and people — based on the growth stage of a technology company.

Jeffrey is VP of Sales at Genweb2 and a co-founder of Esurance, which was sold to Allstate in 2011 for $1B. A serial entrepreneur who has sold semiconductor capital equipment, computer hardware, and software services over the years, Jeff holds an MBA from The Wharton School and a B.S. in Electrical Engineering from M.I.T.